Fundraising is hard work and the frequent rejections can get to you. But trying to stay upbeat and positive is one of the best ways to convince people to donate.
Here are five science-based tips to stay upbeat throughout your fundraising efforts to avoid burnout and inspire donors to contribute to your cause.
1. Don’t Internalize
A surefire way to get down on yourself is to take rejection personally, as a reflection of you as a person or of your cause.
Studies have shown that people who take what’s called an internalizing stance to explaining their failures suffer more from them.
To stay upbeat, practice using explanations that externalize the reason for a rejection or slow donor turnout.
- Instead of thinking you made a bad pitch, you could say that the donor just wasn’t ready to donate.
- Instead of saying your cause is unworthy, you could say that times are tough and people don’t have as much money they can afford to spend, even on things they care about.
- Instead of saying you’re annoying people with your fundraising efforts, you could say a bad interaction was just the result of someone’s bad day.
You really have no way to confirm either side, so you might as well choose the interpretation that helps you stay positive.
2. Ask Yourself Questions to Stay Upbeat
Many of us have a tendency to tell ourselves that we can accomplish a goal: “I can do this! I’m a fundraising beast!” This is great but it isn’t as effective as another technique called interrogative self-talk, which basically means asking questions.
My favorite example of this is in Kung Fu Panda, when Po, the panda, has just completed his training, during which he literally had to fight his master for every meal. The final test begins with the master saying that Po is free to eat, then swiping all by one of the dumplings before Po can reach them. Then, he asks him if he really is free to eat.
This question, as opposed to the earlier statement, gets Po to up his game.
The technique works for you because when you ask yourself, “Can I convince this donor?” you have to answer and provide reasons why that answer is yes. Reviewing the reasons is a much more powerful preparation than simply psyching yourself up.
3. Start on a High Note
How many times have you walked into work and asked your coworkers how they are doing, only to hear an endless litany of complaints about being tired or the bad weather or the immense workload?
Not…very…engaging. You probably wanted to bolt for your desk.
Instead, start every interaction with a focus on the positive. This sets the tone high, getting other people upbeat, which makes it easier for you to sustain a positive tone.
Remember that people support those they know, like, and trust. Here’s your chance to be liked, even if you don’t secure a donation. And being liked is another good way to stay upbeat.
- Share exciting weekend plans.
- Talk about a recent accomplishment or a great conversation.
- At the very least, talk about the weather in a positive way (“I love rainy days. They’re great for reflection.”)
4. End on a High Note
Just as you should start things upbeat, ending every interaction positively is a great way to keep people happy and engaged, including yourself. So even if a donor pitch is going badly and you score a rejection, end the conversation by asking about a shared interest or something your donor brought up during the meeting.
This happened to me when I was pulled over and asked to join the state trooper in his vehicle. Getting a ticket is never fun, but after the whole ordeal, he ended the interaction by asking me about my martial arts background. I enjoyed sharing that, and I got back in my car feeling upbeat, even though I’d just been pulled over. The result: I was in a good mindset as I drove off, ensuring I drove safely and responsibly.
Not only will your potential donor remember you more positively – potentially leading to support down the road – but you will also remember the interaction more positively, helping you stay upbeat after a rejection.
This one is hard because when we’ve had a rejection, we just want to get out of there, but even longer interactions are worth it if they leave us with a good feeling.
5. Count Your Rejections to Stay Upbeat
This one may seem really counterintuitive but bear with me.
Try keeping track of all the rejections you get and recording them. You can go so far as checking the traffic you’re getting to your CauseVox crowdfunding page and comparing that to the number of donations you are actually seeing.
Then, simply notice that you’re still around. Your cause is still afloat, and perhaps even making headway.
Highlighting this contrast between the pain of constant rejections and their actual effect, which is pretty small, can help you stay upbeat after a rejection.
6. Realize that Everyone Has is Rough
During a recession is probably one of the most difficult times to conduct fundraising. While we are on our way out, many people are still recovering. Keeping this perspective in mind can help you stay upbeat when donations are hard to come by.
Marc A. Pitman, the “fundraising coach,” has some tips for fundraising in a recession that are worth checking out.
Have fun practicing these methods to stay upbeat after a rejection so that you can convey a sense of hope and optimism to your donors. Give them a try.
